Depending on the complexity of the problem, analyzing a business problem and coming up with sound recommendations is usually a daunting task.
This can be more challenging if your recommendations are rejected by your client or not supported by key/highly influential stakeholders.
In this article, we will explore some of the common types of resistance that may come up when you are pitching your recommendations and how to overcome them.
Before we delve into the various forms of resistance, let us look at two key terms that will help in overcoming resistance when delivering your recommendations: Assertions and facts.
Assertion: In this context, assertion involves presenting your recommendations to persuade your audience.
Facts: This involves putting together the right set of data from your analysis to articulate your recommendations in a compelling manner.
The common types of resistance faced while presenting recommendations include the following:
- “That will never work”
- “The solution you are proposing is too expensive”
- “Our customers will not buy the recommended product/solution”
- “We do not like any of your recommendations”.
You can be thrown off balance when you did not anticipate or prepare for these resistances especially when they come from the decision makers of your company.
Wondering how we can overcome these resistances? No worries, tag along as we explore them one by one, and you will be happy at the end.
“That will never work”
To over come this form of resistance, backed up with data, you must show evidence or proof that it has worked elsewhere. One of the actions you can undertake after your problem analysis stage is to check if the solution you proposed has been deployed elsewhere in the past and how it turned out.
“Too expensive”
If you are not prepared, this may indicate that you have not done a good job on the analysis and can invoke feeling of frustration.
To counter this resistance, do have a cost – benefit analysis done for the solution you are proposing. Ensure that the cost-benefit analysis is backed up with the right set of data.
“Our customers will not buy the recommended product/solution”
Conducting a small customer survey or pilot market research will equip you with the information required to overcome this resistance.
“We do not like any of your recommendations”
For the inexperienced or unwary analyst, this may look like the end of the road. Do not be dismayed, just show your audience the cost or consequence of doing nothing. Backed up with data, show details of the losses the business is incurring with the current situation of things.
Now you have it. These are common resistances that could stop you from achieving that goal. No matter how good the recommendations are, you can still face oppositions to your ideas.
Before engaging your decision makers on the recommendations from your analysis, prepare for the various challenging comments or questions; and get the right set of facts ready.
Thanks for reading and all the best as you present your next set of recommendations.
Reference: thoughtleadersllc.com
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